In commercial real estate agency, you do need to create a successful sales plan for yourself personally. In that way, you can reach your target audience and create the market share that you require. There will always be a lot of listings to attract and clients to serve. It is just a matter of finding…
We are coming to the start of a new financial year 2013-2014. In fact, and as this article is being written we have just 4 weeks to go to the start of that financial year. Many of us in commercial real estate work to a financial year and not a calendar year when it comes…
The commercial real estate prospecting process is critical to your growth of market share when it comes to a career in agency or brokerage. That being said, the prospecting process is largely overlooked or side-tracked by most agents on a daily basis. There are many other things to distract them from the networking requirements of…
In commercial real estate agency, you can get significant leverage from your lists of information. A good commercial real estate agent will have researched significant lists that will help feed them the right contact or property detail within the correct property market segments. So the lists that you create will offer significant opportunity. It is…
In commercial real estate agency today, you need to be an expert within the local market and with your property speciality. There are just so many competitors around that you really do need to position yourself appropriately as the expert that clients require. So the message here is that you cannot be generic with your…
In commercial real estate agency you will have the constant need to generate leads and new business. The big question arises for many agents as to just how that is to be done. You have a few alternatives such as: Direct mail Cold calls Warm calls Flyers Brochures Emails Newsletters Database contact, etc. You may…
In commercial real estate agency, you will find that many commercial property agents develop a degree of call reluctance and avoid the prospecting process accordingly. Over time this one single fact will have a major negative impact on their market share with new listings. The way to beat call reluctance is to start the process…
From time to time during the year, the commercial real estate market will slow due to seasonal factors, economic conditions, or business sentiment. On that basis, you really do need to adjust your marketing approaches and your prospecting efforts. Typically a slow property market will include some if not all of the following issues: The…
In commercial real estate agency, the properties that we list need to be carefully considered for the prevailing market conditions and the best marketing solutions. When you make the right choices, you can create enquiry and build on your inspections with the right people. So the marketing process is quite special and unique to your…
A commercial real estate brokerage needs to implement a good marketing plan if it is to succeed in market share and dominance. That being said, the agents and salespeople in the team should do the same. Effort and focus is required. Answer this question: ‘Why should a client or property owner appoint you to list…
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